In a series of richly detailed case studies, the authors paint vivid portraits of B2B organizations wrestling with front--burner issues such as channel complexity, customer valuation, account development, sales force automation, knowledge--based selling, and new modes of compensation. They squarely tackle the question of how much technology is too much, arguing that one shouldna t ask "How can you use technology to automate a relationship?" but rather, "How can you use technology to strengthen a relationship and make it more valuable over time?" In One to One B2B, readers will discover the critical role that a "learning relationship" plays in developing new and existing customers to their fullest potential, as well as strategies designed specifically to unlock higher levels of profitability, ensure client loyalty, and fight margin erosion in the face of intense global competition. The result is an indispensable handbook on how to create and develop business--to--business sales and marketing techniques successfully in the bump and grind of the real world.

Descripción Paperback. Condición: Very Good. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Nº de ref. del artículo: GOR003151026

Descripción Capstone 06/11/2001, 2001. Paperback. Condición: Good. Shipped within 24 hours from our UK warehouse. Clean, undamaged book with no damage to pages and minimal wear to the cover. Spine still tight, in good condition. Remember if you are not happy, you are covered by our 100% money back guarantee. Nº de ref. del artículo: 2341-9781841123127

Descripción -. Paperback. Condición: Very Good. One to One B2B: Customer Development Strategies for the Business-to-business World This book is in very good condition and will be shipped within 24 hours of ordering. The cover may have some limited signs of wear but the pages are clean, intact and the spine remains undamaged. This book has clearly been well maintained and looked after thus far. Money back guarantee if you are not satisfied. See all our books here, order more than 1 book and get discounted shipping. Nº de ref. del artículo: 7719-9781841123127

Descripción Capstone, UK, 2001. Softcover. Condición: Very Good. First Edition. Available Now. Book Description: In a series of richly detailed case studies, the authors paint vivid portraits of B2B organizations wrestling with front-burner issues such as channel complexity, customer valuation, account development, sales force automation, knowledge-based selling, and new modes of compensation. They squarely tackle the question of how much technology is too much, arguing that one shouldn?t ask "How can you use technology to automate a relationship?" but rather, "How can you use technology to strengthen a relationship and make it more valuable over time?" : In One to One B2B, readers will discover the critical role that a "learning relationship" plays in developing new and existing customers to their fullest potential, as well as strategies designed specifically to unlock higher levels of profitability, ensure client loyalty, and fight margin erosion in the face of intense global competition. The result is an indispensable handbook on how to create and develop business-to-business sales and marketing techniques successfully in the bump and grind of the real world. : Review: ".undoubtedly find invaluable insights." (Information Age, January 2002 : From Publishers Weekly : Using five detailed case studies, the authors of the bestselling One to One series examine the challenges and opportunities posed by the technological advances of today?s "real" economy (an amalgamation of the new and old economies) for companies that sell goods or services to other businesses (B2Bs). Unlike B2Cs, which may serve millions of consumers, B2Bs often have a few large customers who make infrequent purchases of high-ticket services or items. B2Bs that are able to deepen their customer relationships (e.g., getting beyond the purchasing agents to understand the various customers within the customer organization, "helping clients manage themselves," "basing the sales process on educating and training customers") have the potential to become irreplaceable. Customers may even be willing to pay more over time for the services of a B2B that truly understands and can meet their specific needs. It?s unfortunate that Dell is the only household name among the companies here; the impact of the other case studies may be diminished because readers aren?t familiar with them or their products (i.e., Lifeway Church Resources and onvergys, the world?s largest billing and management company). Although Peppers and Rogers?s thesis may sound simple, theirs is not a primer for fledgling Internet companies. Indeed, the profiles and the authors? approach to problem solving are so analytical and comprehensive that all but the most experienced B2B managers and executives may find the material daunting. Still, there is a great deal of practical value here for those willing to invest the time. Agent, Rafe Sagalyn.(On-sale: May 15): ".undoubtedly find invaluable insights." (Information Age, January 2002 : From the Inside Flap: Imagine that you lived in a city made of steel and wake up one morning to discover the entire city had been turned to glass. Everything that had been opaque would be transparent, everything sturdy would be fragile. One false move, even the slightest slip and - boom! - everything around you could shatter. : Nowhere does this frightening image seem more real than in the realm of business-to-business commerce, where the Internet is recasting and remodelling nearly every existing relationship. : Although consumer marketers may have been first to launch Web-based, customer-centric initiatives, it is the business-to-business companies that have the most to gain. : They also have the most to lose by doggedly sticking with outdated traditional market penetration strategies. In One to One B2B, marketing gurus Don Peppers and Martha Rogers argue persuasively that in the broad arena of business-to-business commerce, organizations will rise or fall on the basis of their abilities to cultivate one-to-one relationships with their customers. : In a se. Nº de ref. del artículo: B240-1137

Descripción Capstone 06/11/2001, 2001. Paperback. Condición: Very Good. Shipped within 24 hours from our UK warehouse. Clean, undamaged book with no damage to pages and minimal wear to the cover. Spine still tight, in very good condition. Remember if you are not happy, you are covered by our 100% money back guarantee. Nº de ref. del artículo: 6545-9781841123127